Articles tagged with : customer requirements

Creating an Optimal Path for a Losing Proposal

Ask the Proposal Doctor

Dear Proposal Doctor: I am currently the proposal manager on what I believe to be a losing proposal. We have never met the customer and have no first hand insight to the customer’s requirements or hot buttons. Our technical architect has developed a solution that meets 75% of the customer’s requirements. My management is very enthusiastic about our chances of winning. What should I do? Sincerely, Troubled Dear Troubled, As proposal managers, we have to develop a range of skills and behaviors. Right now, your job is to learn to compartmentalize (not easy) so that you can take three steps: State your position. Get on with the show, because the show must go on. Address the long term. Here is what I mean. First, if you have not already informed senior management that this should be a no-bid, you should state all the reasons why the company is probably wasting...

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10 Reasons Why You Need Capture Management

A successful strategy requires buy-in from corporate leaders and a documented process.

When we examine why companies win or lose new business in the government market, the reasons are amazingly similar. Companies win more often when they focus on understanding customer requirements and objectives. They predictably lose more often when they don’t. Similarly, qualifying new business opportunities early in the business development life cycle results in better win rates, while late qualification results in fewer wins and cost increases in business development. These and other activities are strong indicators of how well a company will do in competitive procurements. This correlation provides clear evidence that companies can raise their win probabilities by performing certain activities well and in the right sequence, thereby establishing the basis for an efficient process known as capture management. Each company implements its capture management process to fit its culture and management structure, and all implementations should include the same fundamental activities. Qualify the opportunity. Assess the new...

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